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Content What to Do If You Don’t Feel Motivated -John Addisoniating Like a Pro -Steve Cook
The Power of Positive Talking -Simon T. Baileyotiating Like a Pro -Steve Cook
Wanna Sell More? Polish That Sales Presentation! -Linda Brakeallegotiating Like a Pro -Steve Cook
Successful Selling...What Does It Really Take? -Bill BrooksNegotiating Like a Pro -Steve Cook
How to Go From Making a Living to Designing a Life -Jim Rohn egotiating Like a Pro -Steve Cook
Do These 4 Things to Become a Morning Person -Aditi Shrikantotiating Like a Pro -Steve Cook
E XECUTIVE AGENT MAGAZINE
PRESIDENT & CEO EXECUTIVE PUBLISHER
VICE PRESIDENT GRAPHIC DESIGN Garon Arrias
EDITOR Trudy Vanderhoff PROFESSIONAL PROFILES H.K. Wilson
CONTRIBUTING WRITERS Herbert Clark Charlene Gates John Harris Chris Richards Ronald Taylor Crystal Widen
PHOTOGRAPHY iPhotography Studio Michelle Fairless Photography
EXECUTIVE AGENT MAGAZINE PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 Fred@ExecutiveAgentMagazine.com www.ExecutiveAgentMagazine.com
Little Things -Zig ZiglarNegotiating Like a Pro -Steve Cook
© Copyright 2020 Executive Agent Magazine. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.
Kaylee Smith Landsea Homes The people at Landsea Homes believe that a home is more than a building; home is a haven, a gathering place, a canvass for self-expression and an enduring family legacy. The company’s trademarked slogan, “Live in Your Element,” reflects these values and sets the tone for the lifestyle it creates in each one of its communities from coast to coast.
25 Featured Listings
Michael Encarnacion loanDepot® An award-winning professional ranked among the top 1% of loan originators in the nation by “Mortgage Executive Magazine, Scotsman Guide and NAHREP’s Top 250 Mortgage Originator,” Michael Encarnacion has dedicated nearly 20 years to helping people achieve the American Dream.
08 Ryan Prisco Finance of America Mortgage Ryan says he started out in life with a desire to change the world. After earning his degree in behavioral science at California State Polytechnic University, Pomona, he entered law enforcement.
14 Haley Wilson A Glimpse of the Writing Life In the new work-at-home culture, life hasn’t changed much for Executive Agent Magazine feature writer Haley (H. K.) Wilson. Her mornings still begin with coffee and journal writing, followed by phone interviews and writing sessions. While some say they can’t wait to get back to the office, she enjoys the rhythm of the writing life.
40 ExecutiveAgent Magazine
Successful Selling...What Does It Really Take?
t has often been said that sales is the hardest easy work you could ever do. It has also been said that High Point is the Furniture Capital of the World. The second statement is true. The first is false. Sales is, perhaps, the most demanding and difficult profession in the world. The problem? It looks easy. And this is particularly true when you observe a real pro - a top performer in action. Go watch a struggling salesperson and you’ll see just how difficult the sales profession can really be. The problem is that sales is a profession to which many are called and woefully few succeed. And I mean really succeed. I don’t mean just making a living. I mean making a meaningful, fulfilling life. A life of financial freedom, independence, balance and prosperity. The sales profession can provide you all of that and a lot more. But in order to allow it to do all these things for you, you must bring a lot to the table. Unfortunately, there are lots of errors, mistakes in training and erroneous assumptions that sales is an easy-to-do thing. Nothing could be less true. Let’s take a look at a list of 25 skills and a second list of 25 attributes required for sales success. Scan the list and check off those you have (a) mastered; (b) are working on; (c) need to work on, or (d) haven’t even given much thought to or about:
Skills Listening; Questioning; Goal Setting; Time Management; Planning; Scheduling; Prospecting; Dealing With Objections; Computer Knowledge; Proposal Writing; Group Presentation Skills; Negotiation; Effective Presentation; Audio-Visual Use; Persuasion; Finalizing Transaction; Consensus Building; Dress, Style and Image; Telephone Skills; Organization; Rapport Building; NonVerbal Communication; Strategy; Account Development; Networking.
Attributes Self-Starting Capacity; Handling Rejection; Physical Stamina; Emotional Stability; Ability to Focus; Tenacity; Empathy; Goal Directedness; Handling Stress; Dealing With Ambiguity; Balance; Rebounding From Setbacks; Self-Esteem; Positive Expectation; Loyalty; Thinking On Your Feet; Resiliency; Self-Renewal; Self-Awareness; Problem Solving; Self Discipline; Results Orientation; Compartmentalization; Emotional Maturity; Flexibility. As you look at these fifty skills and attributes are you surprised that sales is such a demanding profession? Whoever said that it’s the “hardest easy work you could ever do” was obviously comparing it to pure physical labor. Have you ever felt the fatigue that sets in after lots of rejection, refusal and emotional upheaval? How about the fatigue of fourteen hour days, marathon meetings, lots of airplane (or auto) travel, lunches, dinners, events, trade shows, early mornings and late nights? Yes, sales is a great profession. A demanding profession. A rewarding profession. But it is also, perhaps, the most misunderstood profession of all. These fifty skills and attributes are really only the beginning. We haven’t even discussed product knowledge, customer or marketplace know-how, emerging technology or all the rest. Let’s hold those for another day. We both have enough to work on right now. Bill Brooks, CSP, CPAE, CMC, CPCM former CEO of a $300,000,000 corporation and two-time sales award winner from an international sales force of 8,000, Bill has real-world expertise. Bill has spoken or consulted in over 300 different industries while being engaged by at least 150 clients an astonishing six times each. Copyright© 2000-2001, Bill Brooks. All rights reserved. For information about how to bring Bill to your next meeting or convention, contact the Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup. com; http://www.frogpondgroup.com.
E XECUTIVE AGENT
Michael Encarnacion Written by H. K. Wilson
Michael’s early successes in sports and the restaurant industry cultivated his appreciation for teamwork. “Leading a team and working with a team I think is part of my DNA,” he says. “No man is an island. I enjoy having the team effort and collaboration. It includes all facets of business, including both my inside and outside customers.” As a producing sales manager at loanDepot, Michael balances the demands of his own busy practice with teaching and assisting team members. “The biggest part of my day is taking care of customers, but I enjoy brainstorming solutions and sharing my experience about how to do things better.”
n award-winning professional ranked among the top 1% of loan originators in the nation by “Mortgage Executive Magazine, Scotsman Guide and NAHREP’s Top 250 Mortgage Originator,” Michael Encarnacion has dedicated nearly 20 years to helping people achieve the American Dream. He is also recognized as a multiple time Chairman’s Elite top producer with all the organizations he has worked for and currently with loanDepot. With his upbeat, enthusiastic presence, he has a gift for building synergistic relationships, moving obstacles out of the way and making home ownership possible for families from all walks of life.
With a focus on servicing homebuilders and their clients, Michael says that his success is the byproduct of preferred relationships built upon performance, trust and support. “Anybody and everybody out there claims the same things: the best rates, best programs and quick closings. I believe in this new age of business, where reviews and perception of customers are so important, that what is going to differentiate you are the relationships and influence you create. I want relationships that go deep rather than wide. I want to give a consistent level of service that builds trust.” One of those deep relationships is with Kaylee Smith, Southern California Vice President of Sales and Marketing at Landsea Homes. “Our relationship grew through the years, and when she landed her leadership role in Landsea Homes, she sought to put together a winning team, which included me as their preferred lender. We began with taking over and helping her Northern California Market, and with much success, now we have become the primary lender for all of Landsea Homes’ Southern California communities.”
“Bringing the Power of Positivity to the American Dream” ExecutiveAgent Magazine
As many people are spending the majority of their time at home as a result of COVID-19, getting them into the right home is more critical than ever. “The reality is that ‘home’ has come into a whole different meaning to people,” Michael says. “Most of the time, people have no idea if they qualify for a loan or not. Even if they don’t yet, I can put together strategies for them for the future. The innovation, technology and resources we have at loanDepot enable us to give them a five-star experience. This company is always looking at creative solutions and working with you to approve a loan. Our technology helps us in being expedient and efficient.” With the client experience top of mind, Michael establishes trust by keeping clients informed, communicating and making the mortgage process easy. “I’m proud to say the bulk of my business comes through my relationships.” A repeat customer said this about working with Michael: “This is the second time that my husband and I have used Michael and his team at loanDepot. We went through a home purchase the first time and just completed a refinance. We always have a lot of questions and need help every step of the way, and Michael is always extremely patient and ensures that we are comfortable with all of the details. He came up with a solution that worked for us, and the entire process was seamless. We are so grateful for his customer service, and he even knows how to make us laugh along the way!”
Michael’s life. He also loves traveling with his family and experiencing new things with his children. “Experiencing other cultures I think is one of the key things we have done in the last few years. It builds character for them to be around places where things don’t come so easy.” Michael says that the support of his family and spouse Roz, is an integral part to his professional success. If Michael has a superpower, it is his positivity. He is always ready to leap into action and help his clients and colleagues do whatever it takes to deliver the American Dream. He says, “I can control two things: my attitude and my activity. Grit and hard work pay off. I believe that good business begets good business. As long as I’m throwing positive vibes out there, it is certainly bound to come back.” Michael Encarnacion, Sales Manager loanDepot® 3281 E Guasti Rd., Ste. 550 Ontario, CA 91761 Tel: 909-536-0652 - 909-912-7814 Email: MEncarnacion@loandepot.com Web: https://www.loanDepot.com/mencarnacion NMLS # 490811
Outside of the office, music and sports are a big part of
Rates, terms, and availability of programs are subject to change without notice. loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.
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Do These 4 Things to Become a Morning Person
’ve never been one to wake up early. Even on Christmas morning, I was the child who dragged her feet to the tree, rubbing her eyes as we opened presents. However, it has become an undisputable fact that waking up early makes you a happier, more successful person. According to Harvard Business Review, “a higher percentage of the morning people agreed with statements that indicate proactivity, such as ‘I spend time identifying long-range goals for myself’ and ‘I feel in charge of making things happen.’” Like most night owls, I’ve always dismissed these findings, because they challenge my comfortable routine. But as a young adult trying to build better habits, I figured I would try to transform myself into an early bird. So for the past 30 days, I’ve been waking up earlier and incorporating some self-care habits into my routine. Although I can’t say that I’ve reached complete early bird status, I can say that my mornings are much more productive and enjoyable. Read on to see how you, too, can start making the most of the wee morning hours.
2. Ease yourself into your desired wake-up time. Do not start this process by setting your alarm two hours earlier than usual and expect to get up—because you won’t. Gradually adjust your bedtime and wake-up time so the change doesn’t feel unnatural. Every day, for the first 24 days, I set my bedtime and wake-up alarms 5 minutes earlier than I did the day before. By day 24, I was falling asleep at 10 p.m. and waking up at 6 a.m. For me, getting to bed on time was the harder of the two, but once I put into place a bedtime routine that didn’t include binge-watching Netflix, waking up became much easier. You can take it even slower than I did. Try setting your alarm just 1 minute earlier each day until you reach your goal wake-up time. Although this takes longer, it also carries a higher probability of sticking with your early bird goals. Note: None of these tips will help you if you’re a persistent snoozer. Use some willpower and get your feet on the floor after the first alarm.
1. Create a night routine. The most important part of waking up early is going to bed the correct way. This doesn’t mean simply turning in earlier. It means making a schedule that will convert waking up from a groggy bore to an exciting and efficient part of your day. The night before, I like to prepare breakfast as much as possible. For example, if I knew I was going to eat a veggie omelet, I would chop the vegetables and store them in the fridge overnight. This minimizes the amount of thinking you have to put into cooking breakfast, and will most likely lead to a healthier first meal, instead of grabbing a granola bar on your way out the door.
3. Don’t scroll. Most likely your alarm is on your phone, and once your phone is in your hand, there is a temptation to check social media or email. Avoid this. Sitting in bed for an hour scrolling through your phone defeats the purpose of waking up early in the first place.
It’s also important to set goals for yourself before you sleep. According to author and productivity consultant Helene Segura, making a list of three things you want to accomplish the next day is called “mind liberation” and can help you sleep better and wake up more focused. I like to make my goals more about house chores and hobbies rather than work. Some of the things that made my list were dropping off laundry, reading an article I bookmarked a month ago and shopping for upcoming birthdays and holidays.
4. Work out. This might seem farfetched for some who barely have time to put on pants in the morning, but working out in the morning is the No. 1 way to start your day on a positive note.
Also remember, the definition of routine is “a sequence of actions regularly followed,” meaning don’t change it up. I like to make breakfast, make my list and then watch one, 30-minute episode of a show before sleeping. Routines help train your body to know when it’s time to shut down, which makes falling asleep easier. 12
It also helped me frame my mornings as a self-care routine, and looking at the perfectly filtered lives of my peers before I’ve even brushed my teeth didn’t exactly make me want to leap out of bed and take on the day. Make this morning time about you and not what else is going on in the world.
I didn’t go to the gym but instead made my exercise more leisurely. I only added it into my routine after the first 20 days, but once I started, I would alternate between walks in my neighborhood park and low-intensity yoga. Morning exercise has proven to kickstart your metabolism and ensure you get a workout in before the busy day swallows your schedule. Whatever your goal is, start small. Take it day by day and don’t get frustrated when you aren’t progressing as quickly as you’d like. -Aditi Shrikant
E XECUTIVE AGENT
Ryan Prisco Written by H. K. Wilson
yan says he started out in life with a desire to change the world. After earning his degree in behavioral science at California State Polytechnic University, Pomona, he entered law enforcement. But after a second life-threatening encounter with a shooter, Ryan began to question whether he would be around long enough to make a difference. A friend introduced him to the mortgage lending industry, and Ryan decided to dedicate his career to helping people in his community achieve the American Dream. That was 20 years ago, and in the years since, he has made a lasting difference in the lives of hundreds of families like the one quoted below. “Worth every star.” That’s how a client described his experience of obtaining a home mortgage with Ryan Prisco. In his five-star Zillow review, he went on to explain why: “For me and my wife, Ryan has provided us with spot-on advice, open communication and, ultimately, a firm foundation of trustworthiness. He’s helped us with purchases and refinances over the years, and there have been absolutely no regrets. Ryan made the process easy to understand and streamlined, even through industry changes. Most importantly, however, he’s exceeded expectations on results at every turn. For me, peace of mind is invaluable, but that is what I feel Ryan provides, and so it’s difficult to convey that in a star ranking alone. I hope these words reach him as a small token of our gratitude.” Ryan’s mortgage industry experience spans decadelong ownership of his own residential and commercial
brokerage, followed by a branch manager position with a national lending company. Today, he is a producing sales manager at Finance of America Mortgage, where he has both the support and resources to deliver innovative home loan solutions with high-touch client service. “Having the right personnel and technology in place allows me to remain in communication and available to my clients and their agents. Regardless of how advanced technology becomes, a hands-on and experienced Loan Consultant will always get the job done. There is no substitute for the human touch when someone is making one of the biggest decisions of their lives.” Ryan is currently licensed in California, Texas and Washington.
“Worth Every Star” ExecutiveAgent Magazine
With his depth of industry knowledge, Ryan is adept at handling complex loan transactions, whether a borrower is self-employed, has multiple sources of income, multiple properties or complicated tax returns. His 100 percent funding ratio is proof that clients and Realtors® can trust him to deliver what he promises.
that no human being should go hungry, and he is a regular contributor to local food banks. This genuine, down-to-earth professional continues to demonstrate that he is worth every star his clients bestow upon him. He says, “My passion is to instill trust and transparency in this industry. I want people to know that reliable loan officers do exist.”
Ryan believes every client deserves a five-star service experience, and it’s the standard he strives for from the moment he first speaks with a borrower, to long after the close of escrow. And because he recognizes that the right loan today may not be the most beneficial for someone’s circumstances tomorrow, he engages his clients with a biannual loan analysis to ensure that they are always leveraging their greatest asset to maximum advantage.
Another client who gave Ryan five stars said: “Ryan made purchasing our first home as smooth and uncomplicated as possible. From the first meeting to final closing, Ryan has become a trusted guide on our journey.”
Married to his wife, Michelle, for 16 years, Ryan says their tight-knit family and the home they share with daughter, Alexia, are the greatest gifts in his life. “My estate is the strong family unit I have behind me and the support of my spouse. Our daughter goes to the same university I went to and graduated from (California State Polytechnic University, Pomona) and she is currently a Junior. We enjoy going on hikes together, traveling together and spending time with each other on weekends and evenings. That’s how I disconnect and keep perspective on what’s most important.” Ryan is also passionate in his belief
Ryan Prisco – Sales Manager Finance of America Mortgage 101 N. Indian Hill Blvd., Suite C-1 207 Claremont, CA 91711 Tel: 626-818-1919 Email: email@example.com Web: www.financeofamerica.com NMLS ID 987736
©2020 Finance of America Mortgage LLC is licensed nationwide | NMLS ID #1071 (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building 5, Horsham, PA 19044 | (800) 355-5626 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act.
HELPING MILITARY & VETERAN
FAMILIES REALIZE THE
AMERICAN DREAM! 2,600 + VETERANS
EDUCATED ABOUT HOMEOWNERSHIP
1,500 + FAMILIES
WHO WE ARE Established in 2011, the USA Homeownership Foundation, Inc. DBA Veterans Association of Real Estate Professionals (VAREP), is a nonprofit 501(c)(3) organization dedicated to increasing sustainable homeownership, financial-literacy education, VA loan awareness, and economic opportunity for the active-military and veteran communities.
WERE HELPED THROUGH VAREP CARES
OUR FIVE POINT PLAN
750 VETERANS PLACED IN HOMES THROUGH OUR PROGRAMS
WHO CAN JOIN? Any individual regardless if you have served or not. VAREP and its members represent and work within all sectors of the real estate, housing and financial services industries... WE WANT YOU!
1. Homeownership Advocacy – Advocate nationally to develop programs that reduce barriers to homeownership in the military and veteran communities. 2. Community Outreach – Foster responsible homeownership in the military and veteran communities by providing housing education and counseling services. 3. Professional Membership – Provide a place where real estate and financial service professionals can share ideas, get educated, and be empowered to better serve the real estate needs of service members, veterans, and their families. 4. Veteran Job Creation – Provide employment opportunities through posting on our military and veteran job board. We are also working on creating awareness among companies to include veteran-owned businesses in their supplier diversity program. 5. Affordable Housing – Provide affordable home buying opportunities for veterans and service members who have gone through VAREP’s homeownership education counseling services.
info@VAREP.net | w w w .VAR EP. n e t | 951-444-7363 VAREP IS A 501.C.3 NON-PROFIT ORGANIZATION AND YOUR CONTRIBUTION IS TAX DEDUCTIBLE. USA HOMEOWNERSHIP DBA VETERANS ASSOCIATION OF REAL ESTATE PROFESSIONALS TAX ID: 45-2458485
THE FUTURE OF LENDING meets
THE FUTURE OF REAL ESTATE HOW IT WORKS
loanDepot aggregates digital inquiries, pre-qualifies buyers and works with our sister company, mellohome to match them with local real estate agents!
REAL ESTATE AGENT
Borrower(s) complete an online inquiry and connects with Loan Consultant.
loanDepot Loan Consultant establishes relationship, gathers info, pre-qualifies the client and continues to work with the borrower until they are ready to begin their home search.
Borrower is referred to mellohome concierge team member to be matched with an expert local real estate agent.
Top local real estate agent connects with borrower and begins helping them find the home of their dreams.
Contact me to learn about what mellohome can do for you! loanDepot.com, LLC (NMLS# 174457, www.nmlsconsumeraccess.org) and mellohome (Texas brokerage license #9006745) are sister companies. (021919 178856)
NMLS# 1059650 District Manager (909) 912-7835 office (714) 400-2753 cell 3281 E Guasti Rd, Suite 550 Ontario, CA 91761 rhedrick@loanDepot.com www.loanDepot.com/rhedrick
SAN JUAN CAPISTRANO BRANCH
(909) 912-7810 3281 E Guasti Rd, Suite 550 Ontario, CA 91761
(951) 375-4800 41607 Margarita Rd, Suite 101 Temecula, CA 92591
loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.
(909) 912-7835 21804 Cactus Avenue, Suite 102 Riverside, CA 92518
(949) 799-3050 30448 Rancho Viejo Rd, Suite 250 San Juan Capistrano, CA 92675
gentleman I know quite well had an interesting experience recently. His wife was recuperating at home from surgery and maintaining a light schedule. She could move about but getting up and down and bending were particularly painful. A couple of days after she came home from the hospital he was up early in the morning and went downstairs for a cup of coffee. His favorite cup was in the dishwasher and as he retrieved it he noticed that the dishwasher was full of clean dishes. Remembering that his wife was recuperating, he unloaded the dishwasher which only took about five minutes. After finishing his coffee he went back to the bedroom to get ready for work and left before his wife went to the kitchen. That evening when he returned home she gave him a big hug and thanked him profusely for what he had done. She said, “Honey, I cried when I realized I would not have to bend over all of those times and lift those dishes out.” He had made a simple gesture, but it spoke volumes to his wife. It indicated that he genuinely cared for her, her comfort and well-being. It was not monumental but isn’t it true that the “little things” make the big difference in life? Think about it. If your watch is slow by just four minutes, that’s not much - unless you’ve been warned that if you’re even one minute late ever again you will be fired. Then four minutes make a big difference. The message is simple but clear: Be sensitive to the needs of others and remember the “little things” in life because they make big differences. Take that approach to life and I’ll SEE YOU AT THE TOP! Zig Ziglar is a beloved author and America’s motivator. He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www.ziglar.com.
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How to Go From Making a Living to Designing a Life
spirituality are all of more consequence. But in the beginning, when the rewards of your hard work begin paying off, make sure and treat yourself and those closest to you to a new world of lifestyle and celebrations.
It’s about changing your life as well as changing your skills and earning more money. It’s best to invest some of that early money in lifestyle. Go to the movies. Go to a fancy dinner. Take two vacations instead of one. Think of exciting lifestyle changes. Don’t miss anything. Just do some little extra things so this new commitment to earning more and becoming more inspires you, your family.
Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! Reproduced with permission from the Jim Rohn Weekly E-zine. Copyright© 2006, Jim Rohn. All right reserved. For information about Jim’s keynote presentations and seminars, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com http://FrogPond.com.
fter having struggled for so long, it took a shift in attitude for my family and me when success started to happen. When I started making a little extra money at age 25, my mentor Earl Shoaff taught me to also let it serve as a new inspiration for lifestyle.
With that little extra money, work at creating a lifestyle, designing a life—social friendships, church, community, country, all those things that make a composite of our overall life. Start furnishing that with new vigor, vitality, money, whatever it takes to expand your life into what I call the good life. Get excited about changing things. One discipline leads to another. One change leads to another. And when you feel good about yourself and start to make the turn to do something you’ve never done before, it starts to work. And then you get excited about changing other areas of your life as well. Now, after you have made your fortune, the money and extravagance might not seem as big a deal. And fortunately you can then create even more powerful opportunities, opportunities for benevolence, philanthropy and giving. I’m certainly not saying to focus only on external pleasures and rewards. Your relationships, health and
Know of a Realtor doing amazing things? NOMINATE them to be our next
Executive Agent of the Month
Written by H. K. Wilson - Photography by Ian Wiant
he people at Landsea Homes believe that a home is more than a building; home is a haven, a gathering place, a canvass for self-expression and an enduring family legacy. The company’s trademarked slogan, “Live in Your Element,” reflects these values and sets the tone for the lifestyle it creates in each one of its communities from coast to coast. Currently, Landsea Homes is welcoming residents to ShadeTree. This distinctive enclave inside Ontario Ranch — a new 8,000-acre master-planned community with ultra-high bandwidth home-data services, an expansive
park and trail system, new schools and independent sources of water — offers 432 homes in four single-family neighborhoods with an array of one- and two-story floor plans. The development’s resort-style amenities include a community pool with cabanas, party pavilion, fire pits, children’s play area, dog park and private clubhouse. “Our homes are incredibly well designed,” says Kaylee Smith, Southern California Vice President of Sales and Marketing at Landsea Homes. “We spent a lot of time on the architecture to reflect how people will live in them, along with the neighborhood and amenities.”
“The City of Ontario has done an amazing job building out this master-plan vision, integrating all of the new home communities with walking trails that connect throughout Ontario Ranch, the open entertainment areas and community parks. Folks tell us that ShadeTree is the nicest neighborhood in Ontario,” says Kaylee. Every home in ShadeTree is a part of Landsea Homes’ Performance collection, built on three pillars: 1. Home Automation; 2. Sustainability; and 3. Energy Savings. From the standard home automation package, to low-waste building practices, to enhanced insulation and solar installed on all homes, homeowners can feel confident that they are investing in a state-of-the-art structure that will provide security and convenience long into the future. Buyers can shop in safety and comfort, as ShadeTree is facilitating social distancing with private appointments to view each of its 12 model homes. “We have about 100 groups coming through to see us per week. We recently opened up to walk-ins on a case-by-case with availability. If the models are full, we might have to ask someone to come back, since we only allow one family at a time in a model.
We want everyone to feel safe, so we allow time to wipe everything down between appointments.” Demand for these homes has not slowed with the pandemic. In June, the ShadeTree sales counselors, Yvette Stefani, Lorry Ann Julsing, Donna Shelton and Parker Duarte, helped 58 families realize their dream of home ownership. “To sell 58 homes in under 30 days, you have to have an amazing team,” Kaylee says. “Our counselors are more than salespeople, they are mentors, here to help families find the right home in our neighborhood.” This consulting team is committed to helping their buyers find exactly the right home to fit their budget and lifestyle. A new ShadeTree homeowner said this about his buying experience: “No sales team or homebuilder has treated me and my wife the way the Landsea Homes and ShadeTree team has. From the time we arrived at the model homes, they were patient with us, walked us through each of the floor plans, and helped us narrow down which home was going to fit our lifestyle and our budget the best. The customer service has just been amazing, and that’s hard to come by these days.”
“Live in Your Element” With so many floor plans, options, upgrades and customizations to choose from, ShadeTree has supporting technology to make finding and designing the right home easy. Buyers can begin by taking a quiz at ShadeTreeLiving.com to narrow down their options. Once they’ve selected a floor plan, they can use the “Design in Your Element” program to select cabinets, flooring, lighting fixtures and more to create the home of their dreams. “We’ve found that our competitors usually have tons of options, but
At Landsea Homes, building communities means more than just building beautiful homes. Landsea Homes and its employees devote many hours to supporting the organizations that make their communities better places to live. During the past year, the Landsea Southern California team, in partnership with HomeAid OC and Families Forward, sponsored and captained the renovation of eight apartments to house families in need in Orange County. They also conducted a Red Cross blood drive at the IronRidge community
they don’t give you pricing, and many are moving toward packages to simplify the process. What we wanted to do is create a design program that is transparent on pricing and that allows buyers to envision the whole home before they purchase. We can take them through cabinets, flooring, countertops, backsplash options and pricing. Customizing the finishes makes it feel like it’s your home. You don’t want to see the same exact house two doors down. In today’s shopping experience, transparency is important, and our buyers are responding well to it.”
in Lake Forest; raised over $7,000 through participation in the Walk to End Alzheimer’s; donated $2,500 in toys to Spark of Love for underserved children; and sponsored the Lake Forest Boys & Girls Club Night Under the Stars Gala. Kaylee says, “The concept of ‘living in your element’ really comes through when we buy a piece of property to develop. We see it as more than just a home. It’s how people will live in the neighborhood, how it will look, and the pride of leaving something behind for years to come.”
Kaylee Smith Vice President of Sales and Marketing, Southern California Landsea Homes, ShadeTree, 2620 E Mabel Lane, Ontario, CA 91762 Tel: 949-525-7024 - Email: Info@landsea.us Web: https://landseahomes.com/southern-california/shadetree DRE: #01899225 ExecutiveAgent Magazine
IDYLLIC, ONE-OF-A-KIND! NEWPORT BEACH, CALIFORNIA Welcome to 520 Santa Ana Avenue, an idyllic, one-of-a-kind property that epitomizes luxury and is located just minutes from the beach! Thoughtfully designed by famed architect Eric Mossman, this gorgeous main home and spacious guest house span approximately 6,000 square feet and boast a total of 8 bedrooms and 7 bathrooms. The self-contained guest house is ideal for hosting guests or for use as an income property. In the primary residence, the sprawling chefâ€™s kitchen and great room are adjacent to a sun-drenched courtyard, allowing for seamless indoor-outdoor entertaining. A spacious master suite features his and her closets, his and her vanity sinks, and an elegant fireplace. Additionally, there is a charming in-law suite/second master suite, inside the main residence with a private entrance. The 4 bedroom guest house was added to the home in 2014 and is complete with its own open-concept kitchen and living room, a private laundry room and a quiet office space. Crisp white woodwork plays against warm mahogany hardwood flooring throughout both residences. This custom estate is overflowing with natural light and ocean breezes that percolate through every window. The superb location provides freeway access in about 5 minutes plus a short distance to award-winning schools, restaurants, shops, parks and of course, the beach! $5,000,000 ExecutiveAgent Magazine
PRESENTED BY JOJO ROMEO Whether she’s selling real estate, creating harmonious homes through feng shui and staging, or starring on Bravo’s TV show “Real Estate Wars,” JoJo Romeo is always inspired…and inspiring. A charismatic and compassionate entrepreneur who cares deeply about her clients, her family, her work and her community, JoJo’s love for all of her endeavors shines through and is the secret to her success.
JoJo Romeo DRE # 01878195 & ASSOCIATES 949.350.9363 Pacific Sotheby’s International Realty firstname.lastname@example.org https://www.jojoromeoandassociates.com
PENTHOUSE 2, 1050 S. GRAND AVE. LOS ANGELES, CALIFORNIA Custom built from an empty shell by Brown Design Group and featured in Luxe interior design magazine, this stunning Ten50 penthouse boasts nearly 30ft ceilings, a prodigious amount of private outdoor space, and absolutely no expense spared in every stick of custom built-ins & cabinetry within and every fixture throughout. Floor-toceiling glass at the north and west exposures of the home afford views of the downtown skyline that are nothing short of incredible. $4,950,000
Eileen Rivera DRE # 01208517 Zak Kuczynski DRE # 01966508 Tel: 562.989.1997 The RIVERA GROUP email@example.com http://riverareg.com ExecutiveAgent Magazine
515 Tustin Ave NEWPORT BEACH, CALIFORNIA Centrally located in the exclusive Newport Heights neighborhood this strikingly beautiful new construction offers the finest in finishes, floor-plan and seamless indoor-to-outdoor living. 5 ensuite bedrooms and over 4000 square feet make up this contemporary farmhouse masterpiece, while a completely separate 400 square feet casita is situated perfectly above the garage for in-laws or a home office. Donâ€™t miss out on your opportunity to live the ideal beach lifestyle. $3,888,000
Gio Helou DRE # 02068352 Coldwell Banker Residential Brokerage 310-866-9410 direct firstname.lastname@example.org
DRE # 00624164
949-566-3345 direct email@example.com ExecutiveAgent Magazine
BEACH CHIC, OCEANFRONT LAGUNA BEACH, CALIFORNIA Spectacular one of a kind â€œbeach chicâ€? oceanfront, this rarely available corner unit offers mesmerizing west facing views of Catalina Island year around, golden sunsets up the Northern coast and waves as they roll into the big white sandy beach below. From the moment you enter the front door, you will love the expanded, open floor plan for great entertaining space. This is the largest square footage plan easily convertible to a 3 bedroom if needed. This serene and tranquil retreat is ideal for those looking to relax and unwind with the beauty of the sea. The spacious master suite has a private balcony to take in the awe inspiring views. This prestigious community maintains beautiful grounds, new pool and sparkling spa, clubhouse, billiards room, gym, storage unit, ocean view BBQ and private gated walkway to the beach where you can watch the world class skimboarders glide across the waves. This property also includes the only single garage in the complex. AC has been approved by the HOA for those interested. Endless and unforgettable ocean views abound in this seaside getaway where you can put your toes in the sand and escape from it all. $2,799,500 ExecutiveAgent Magazine
Shauna Covington DRE # 00991380 949.412.8088 direct Berkshire Hathaway HomeServices CA Properties firstname.lastname@example.org http://shaunacovington.com PREMIER RANKINGS & AWARDS Shauna Covington was recently named one of the leading real estate professionals in the entire country, placing among the top one-half of 1 percent of more than 1,100,000 Realtors nationwide. Chairmanâ€™s Circle Diamond from 2009 -2019 ExecutiveAgent Magazine
WOW. California Dreaminâ€™!! LAGUNA BEACH, CALIFORNIA Steps to Crescent Bay and fabulous views of the Pacific Ocean await you! This charmingly exquisite home has had both units renovated. The remodeled kitchen with island bar and breakfast nook is perfect for whipping up absolutely anything you want to enjoy while also enjoying the expansive views...! Stainless steel everything! >> gas cooktop, stove, fridge, dishwasher, microwave and sink. Many windows throughout giving you easy access to the cool ocean breezes. The kitchen flows into a large living room with a lovely fireplace...perfectly cozy! The deck spans the entire length of the home with sliding glass door access from living room and both bedrooms. Each unit has its own laundry with full-size washer/dryer, central air and heat and 1-car garage. There is a common patio area with succulents which is perfect for relaxing in at the end of a long, hard day! Just a short distance to famous Laguna restaurants, shops, and recreation, including Shawâ€™s Cove. $2,750,000
Richard Gayle DRE # 01210908 Broker/Owner 714.724.9077 cell The Real Estate Marketplace email@example.com www.REMP.org ExecutiveAgent Magazine
LaStancia. Even the name evokes a sense of style that California calls its own. Located at two prestigious communities in central Riverside, Capital Pacific Homes is proud to present dramatic luxury estate residences on large home sites, many of which command panoramic city light, mountain, and valley views. Sincerely envisioned and designed by award winning architects, LaStancia offers homeowners spacious single story living in beautifully embellished Santa Barbara and Monterey style residences. Ranging from 3683 to 4160 square feet, up to 6 bedrooms and 4 car garages, imagine the impression of a courtyard or porch arrival, and the generous comfort of indoor/outdoor living with rear yard loggias off of great rooms and master suites. Feel the authenticity of wood beams, iron, and tile enhancements. Choose from a number of design configurations, such as fully self-contained junior or in-law suites, or expansive spa-like master baths. LaStancia, off of Van Buren in the Woodcrest community of Riverside, will greet homeowners with stunning stone entry monuments creating an air of exclusivity, while LaStancia at Bradley will not go unnoticed as a destiny location in the prominent enclave of Alessandro Heights. From $900,000 - $1,000,000
Shine Real Estate Sales & Marketing Team
Jason Watson DRE # 01202249 Pete Krebs DRE # 01498223
Jason: 714.609.1600 Pete: 951.733.7915 Pete@ShineNewHomes.com jason@ShineNewHomes.com www.ShineNewHomes.com ExecutiveAgent Magazine
E XECUTIVE AGENT
n the new work-at-home culture, life hasn’t changed much for Executive Agent Magazine feature writer Haley (H. K.) Wilson. Her mornings still begin with coffee and journal writing, followed by phone interviews and writing sessions. While some say they can’t wait to get back to the office, she enjoys the rhythm of the writing life. If you had asked her at 10 years old what she wanted to be when she grew up, Haley would have told you that she wanted to be a writer. Born in Ohio and raised in the Southwest, she grew up enchanted by the region’s open spaces and national parks. Those early experiences coaxed her sense of adventure and inspired her creativity. Haley had several vocations prior to taking up the pen, including occupations in the legal and real estate sectors and tenure as an experiential event designer. According to Haley, she is happy that it took her awhile to achieve her childhood ambition, as each of those experiences broadened her perspective and enriched her storytelling voice. Haley is the author of thousands of published articles on business, social and environmental topics. She has been writing feature articles for Executive Agent Magazine since 2013. In addition to her journalistic contributions, Haley is a freelance copywriter and editor. She is also hard at work on her first novel, a psychospiritual thriller that explores the connection between the disappearance of an indigenous American tribe, the burning of an historic amusement park, the murder of a famous American author and the dark forces behind the evolution of a master race. When asked to recall her most memorable magazine
interview, Haley said, “A few years ago, I was asked to interview former Vice President Walter Mondale. I don’t usually get nervous before talking with influential people, however, I will admit that I was feeling a bit uneasy when I made that phone call. As it turned out, Mr. Mondale was one of the most gracious individuals I have ever had the privilege of interviewing. He immediately put me at ease. At the end of our discussion, I shared with him how much his presidential bid in 1984, with Geraldine Ferraro as his running mate, made a difference for me as a woman. I was a young teen at the time, and seeing a woman in the running for the second highest office in our country signaled to me that anything was possible in my own life. He was so humble in his response and thanked me for telling him. He said he has been surprised by the number of women my age who have shared the same sentiment with him, and that he considers it one of the greatest accomplishments of his career to have helped blaze the trail for women’s equality in our country.”
A Glimpse of the Writing Life ExecutiveAgent Magazine
Haley has some advice for professionals who are sitting for an interview. “People often express to me that they feel very intimidated by the interview process — even highly successful individuals who spend a lot of time in front of a courtroom or dealing with the media. My initial advice is to relax and be yourself. You want people to get to know the real you, and that person probably won’t come through if you’re too concerned about self-editing your responses. Next, to give yourself more freedom of expression, you can ask to review the article before it is published. For many publications, this is already a standard practice, and others will accommodate you upon request. Also, remember to tell your interviewer that you are going ‘off the record’ if you share something that you don’t want to see in print. My best articles are the result of the best interviews, those in which people are willing to be authentic and really share themselves and their ‘why.’” In this time of COVID-19, Haley says it is more important than ever for professionals to communicate a thoughtful, polished brand message. She encourages companies to give extra attention to their digital presence, which may be their only opportunity to demonstrate competence and initiate rapport with customers. “It is well worth the investment to hire a professional to write your bio and web content. A fresh, third-party perspective and articulate voice can go a long way in setting you apart from your competitors.”
Reading books and writing occupy much of Haley’s time, but she also has a great passion for travel, architecture and design. “One of my favorite things about traveling is the opportunity to experience culture and history through art and architecture. New Orleans is at the top of my list for its rich living history. It totally inspires me as a writer and makes me want to plant myself in an open-air cafe, order endless beignets and coffee, and lose myself in a good plot.” Haley’s favorite literary character is Katie Scarlett O’Hara. “She’s sassy, smart and a survivor — and she looks good doing it.” For Haley, writing is a calling rather than an occupation. She strives to bring compassion, creativity and candor to her work. “I feel fortunate to work with a number of reputable publications, like Executive Agent Magazine, that give a voice to professionals of high regard. These publications provide a platform for industry leaders to inspire and influence by sharing their personal journeys, professional ethos and contributions to their communities. Through my work, I meet many extraordinary people, and I feel lucky to collaborate with them to tell their stories.”
Wanna Sell More? Polish That Sales Presentation!
ales people ( in general ) hate to prepare presentations. They say: “I don’t want to sound canned!” “How can I do a standard presentation? The customers are all different!” While all of that is very true, it is also true that the top 20% of all salespeople (the ones who are making 80% of all the sales!) USE prepared presentations! They know a secret the average salesperson doesn’t know. You can’t perfect an ad lib! We all have perfected certain little pieces of our presentations; good illustrations, funny or touching stories. What if your whole presentation was that good? How much would you be selling this month? Start to develop a system today: Gather all your promotional pieces, brochures, trade articles and statistics in one file. Keep a pile of index cards with you and every time you have a good idea, remember a good story or think of a new way of explaining the features and benefits of your product, write it down! One idea per card.
The next step is to actually say it out loud into a tape recorder and then listen to it. Would you buy your product if you heard that presentation? What else needs to be included? Read ads, listen to the info-mercials (they are MASTERS at selling!) Keep refining and polishing that presentation till you are happy and proud of it and it does the job! When you are finally comfortable with your presentation, (which DOES change every time but the elements are always the same) you will be free to concentrate on the prospect and turn him into a client! Remember: Powerful Presentations Produce Powerful Results! Linda Brakeall is the author of Unlocking The Secrets of Successful Women in Business, and has trained 36,000 people in 27 states in sales, marketing, presentations, and communications since 1992. She has authored 99 magazine articles on sales, marketing, selecting salespeople, managing sales teams and communications. You can find out more about Linda and what she can do for you at http://www.lindabrakeall.com.
When you have dumped your brain on the cards, arrange them logically and you are on your way to a dynamite prepared presentation that will give you consistently wonderful results!
What to Do If You Donâ€™t Feel Motivated
want to talk to you today about what you need to do when you don’t feel motivated. You know, one of those days where you wake up, and you go:
is competitive. Life is competitive. Everybody doesn’t get a trophy. That’s not how it works. It’s all about your ability to get up and get moving.
“I’m just going to lay here in bed.” “I don’t feel like doing anything.” “I just don’t feel like I want to be effective today.” I’m telling you, it’s those days that separate people who accomplish things from people who don’t.
I tell people all the time, I believe one of the greatest success traits you can have is to get your tail out of bed early and get moving—even if it’s just to get up and read and get your mind right for the day. So you’ve got to get up early, show up early.
When you wake up in the morning, the birds are chirping, you feel great, you feel like taking on the world… those are the days you know anyone can go get after it. But when it’s raining and you don’t feel good, those are the days that you have to find the energy to attack the day. That separates you from the other people.
I always believed in Vince Lombardi time. On time is 15 minutes early for an appointment. Get there, get after it, attack the day, make things happen. Most people wait for things to happen, but winners make things happen. -John Addison
Look, I hate to say it, but winning and succeeding ExecutiveAgent Magazine
Nomination Form Nominate a fellow REALTORÂŽ to be featured in one of our feature stories; on the cover as Executive Agent of the Month, or as a special feature story. All candidates must be nominated by a real estate professional. The selection process includes a questionnaire, personal interview, reference check and final approval by the Advisory Council. Candidates are evaluated based upon professionalism, length of service and uniqueness of story, as well as industry and community involvement.
DO YOU KNOW SOMEONE
TO NOMINATE? I Nominate: Name____________________________________________________________________ Company________________________________________________________________ Phone___________________________________________________________________ Email____________________________________________________________________ Submitted By: Name____________________________________________________________________ Company________________________________________________________________ Phone___________________________________________________________________ Email____________________________________________________________________ Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Fred@ExecutiveAgentMagazine.com Tel: 949.297.8323
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The Power of Positive Talking
e’ve known about the power of positive thinking for quite some time now. And although it’s incredibly important, the real magic happens when you allow that thinking to change your behavior. You can think about becoming a millionaire, but until you launch and scale a business, it can’t happen. That’s because the missing link between thinking and doing is talking. Positive talking is the next level of positive thinking. Until you speak your aspirational thoughts aloud, they will never manifest. Years ago, I wanted to move from Atlanta to Orlando to marry a woman I was dating. At the time, I was working in hospitality. I couldn’t find a job and my company was on a hiring freeze, so they couldn’t transfer me to Orlando. I decided to start thinking positive thoughts. I began telling myself, I am going to move to Orlando and marry this girl. Then, I took it a step further. On a visit to Orlando, I walked through a new hotel that was still under construction at the time. I began talking to the walls. “I’m going to move to Orlando,” I said. “And I’m going to work in this hotel.” I also told my thenfiancée (now wife) that we would be getting married on October 17 of the following year. I had no idea if I’d be in Orlando by then, but I was using positive talking to propel myself in the right direction.
I went back to Atlanta. One day, I was on a phone call with a senior vice president of the company. He said, “I understand someone has been blocking your move to Orlando. I wanted to let you know we’re going to create a position for you in Orlando.” My last day in Atlanta was on October 9. I started the new job at the hotel that had been under construction on October 12. And I got married on October 17. This was all made possible because of the power of positive talking—not just positive thinking. Positive talking is simple: After you think your positive thought, you have to say it out loud. Then, you have to slowly recalibrate your thinking so that speaking your positive thoughts aloud becomes second nature. By speaking your aspirations, goals and dreams aloud, you’re holding yourself accountable for finding a way to make them a reality. Simon T. Bailey is an international speaker, writer and personal transformation strategist. He is the author of Shift Your Brilliance: Harness the Power of You, Inc., and Be the SPARK: Five Platinum Service Principles for Creating Customers for Life. When he’s not working, he enjoys rooting for the Buffalo Bills (his hometown team).
Our bone marrow transplant reunion is now standing room only. Each year, City of Hope invites bone marrow transplant recipients and their families to attend the “Celebration of Life” event. It’s a joyous time during which survivors of blood cancers such as lymphoma, leukemia and myeloma embrace their health, their life and each other. It began more than 35 years ago when City of Hope created what is now one of the largest and most successful bone marrow transplant programs in the world. In fact, we’ve completed over 11,000 transplants and, according to national reports, our outcomes are among the best in the nation. The goal of curing cancer isn’t just something we work at. It’s what we live for. If you have cancer, make us your first call. Or ask your doctor for a referral. We accept most insurance. 800-826-HOPE
WE LIVE TO CURE CANCER. Science saving lives. cityofhope.org/bmt
11/25/13 6:02 PM
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